You’re into the club scene. You know instinctively what’s hot and what’s not. You
see a few up-and-coming bands who need representation (because, truthfully, most
musicians lack business skills).
If you have the ability to convince musicians that you
can really sell them and make their jobs easier by handling all of the business details
they’d probably rather not think of anyway, you could make a decent living. You’ll
need to be well connected on the club scene.
If you are clued in on where to plug your
band(s), you could successfully book them for regular gigs and earn a steady flow of
income for yourself in the meantime. Of course, you need to really believe in your
band, because if you don’t, you won’t be able to develop and promote them properly
and it will show in your presentation. Good negotiation skills are a must.
What You Need
You’ll need some initial capital ($500–$1,000) to help get the band off the ground
and lay the ground for some publicity. The ability to negotiate good contracts
is important not only to the band, but also to you since you get roughly 10 to
25 percent of what they make. With percentages like that, you could realistically
make $15,000–$25,000 (depending on how many bands you represent).
Keys to Success
Expect to spend long hours on the phone trying to get bookings. You’ll probably
still have a day job in the beginning, so expect your evenings and weekends to be
tied up and your cell phone to always be on. Start out at small clubs and work your
way to bigger ones as your band(s) get more experience and confidence.
Start-up cost: $500–$1,000
Potential earnings: $15,000–$25,000
Typical fees: 10 to 25 percent of a gig
Advertising: Industry trade publications, local paper, direct mail,
nightclubs, bulletin boards, musicians’ associations,
electronic mailing lists, and banner ads on Web sites for
musicians; later, you might consider having a Web site of
your own with testimonials from other bands you manage
Qualifications: An ear for what will sell, management skills
Equipment needed: Cell phone (with or without hands-free accessories),
computer, laser printer, phone, letterhead, business cards.
Staff required: No
Hidden costs: Band could fire you without notice; it might be a good idea
to represent several bands at once
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